Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Safeguard, nurture, and enhance Kneat's strategic customer relationships.

• Oversee a portfolio of designated customer accounts and optimize expansion possibilities.

• Act as the primary contact for current customers, driving renewal and growth sales opportunities.

• Cultivate new business with existing clients and pinpoint areas for enhancement to achieve sales targets.

• Collaborate with Customer Success to ensure client satisfaction and engagement.

• Showcase foundational out-of-the-box technology.

• Execute account-focused activities such as business/account review meetings.

• Recognize new contacts, locations, and opportunities for expansion.

• Provide web-based and/or in-person presentations highlighting Kneat's value proposition.

• Engage with VP and C-Suite executives and navigate through multiple decision-makers within intricate organizations.

• Achieve and surpass quarterly and annual sales targets.

• Navigate procurement processes and guide customers to closure.

• Prospect, conduct discovery sessions, and demonstrations.

• Maintain records of customer details, decision-makers, timelines, critical issues, and qualifications in HubSpot CRM.

• Report weekly strategies, progress, and forthcoming closure opportunities to the VP of Sales.

• Participate in client networking events to enhance the Kneat network and foster customer relationships.

• Collaborate with sales development, product/engineering, Customer Success, Sales Engineering, Professional Services, Partners, and executive leadership.

⛳️ Requirements

• 10+ years of B2B sales/account management experience, ideally selling SaaS or technology solutions in Life Sciences or similarly regulated sectors.

• Demonstrated success in meeting or exceeding annual sales quotas of $1M+ or equivalent enterprise expansion goals.

• Proven expertise in managing and expanding Enterprise and/or Strategic accounts.

• Experience in selling to and forming relationships with Director, VP, SVP, and C-Suite executives.

• Established ability to develop strategic account plans that identify organizational priorities, whitespace, expansion opportunities, key stakeholders, risks, and actionable growth strategies.

• Strong capability to identify and generate expansion opportunities.

• Proven success in fostering multi-threaded relationships across business, technical, quality, IT, procurement, and executive stakeholders.

• Demonstrated ability to establish and sustain executive sponsorship within strategic accounts.

• Experience in orchestrating complex expansion cycles with internal SMEs, Sales Engineering, Customer Success, Professional Services, Partners, and executive leadership.

• Proven track record of consistently applying a MEDDPICC/MEDDIC sales methodology.

• Strong ability to identify business drivers, quantify value, comprehend decision criteria/processes, establish compelling events, and maintain clear next steps.

• Proven experience in conducting strategic, onsite Executive Business Reviews/QBRs.

• Strong business acumen and ability to tailor messaging to various levels within the customer organization.

• Highly disciplined in CRM management, account planning, forecasting, pipeline hygiene, and sales process execution.

• Comfortable utilizing AI and modern sales technologies.

• Willingness to engage with customers regularly, including onsite meetings, executive business reviews, strategic account planning sessions, and industry events.

• All applicants must meet the necessary requirements for obtaining a background check.

🏝️ Benefits

• Competitive compensation.

• Comprehensive benefits package.

• Flexible work arrangements.

• Training and professional development opportunities.

• A vibrant culture, cohesive team, and energetic environment.